Senior Sales Director

About Us:

Sojern is the leading AI-powered marketing platform built for hospitality, designed to boost growth and profitability for the travel industry. The Sojern marketing platform is a set of easy-to-use software and services that delivers unrivaled traveler insight, intelligent audiences, multichannel activation and optimization, and a connected guest experience—all in one place. More than 10,000 travel marketers rely on our platform annually to find, attract, convert and engage travelers. Sojern was founded in 2007 and acquired by RateGain in 2025, with teams in the Americas, Europe, Middle East and Africa, and Asia Pacific.

The Role:

As a Sales Director or Senior Sales Director on the Corporate Commercial Team, you will be a player-coach: owning a book of strategic travel and brand advertiser accounts with your own revenue target, while leading a small team of sellers and driving the team’s overall number. You will bring strong relationships across the travel industry and its agency partners, and use them to grow Sojern’s business with major travel and brand advertisers in the fast-paced, online travel-advertising environment. This is a remote position.

Responsibilities:

Team Leadership

• Lead, coach, and develop a small team of sellers, setting clear goals and holding the team accountable to its revenue target

• Own the team’s revenue number and forecast, running regular pipeline reviews and deal strategy sessions

• Recruit, hire, and onboard strong sales talent, and build a high-performing, collaborative team culture

• Provide ongoing feedback, performance management, and career development for direct reports

• Partner with sales leadership on territory planning, account assignment, and go-to-market strategy

Individual Accounts

• Own and grow a book of strategic accounts with an individual revenue target

• Identify and win new business with major travel and brand advertisers and their agencies

• Build and deepen relationships with holding companies and independent agencies, across both planning and buying teams

• Develop account strategies that maximize Sojern’s opportunities across all products and channels

• Lead executive-level presentations and negotiations, securing insertion orders and annual commitments on commercial terms that grow the business

• Partner with Account Management, Product, Marketing, and Ad Ops to ensure smooth launches, effective QBRs, and ongoing campaign success

• Maintain an accurate forecast of individual and team pipeline, with consistent reporting to sales leadership

• Stay on top of travel marketing, media, and data trends, and bring market insight back to Sojern’s leadership and Product teams

Success Criteria:

• Aligning and Executing Sales Strategy - Establishing a plan to achieve individual and team sales objectives, taking into consideration overall business goals, market opportunities, past results, and available resources; reviewing progress and adjusting the plan as needed.

• Coaching and Developing Others - Providing timely guidance and feedback to help sellers strengthen specific knowledge and skills; helping each team member grow their book of business and their career.

• Building a High-Performing Team - Hiring, developing, and retaining strong talent; creating a team culture of accountability, collaboration, and winning.

• Business Acumen - Using knowledge of economic, financial, market, and industry trends to improve individual, team, and organizational results, and contributing to effective business strategies.

• Building Influential Partnerships - Leveraging relationships with clients, agencies, and internal partners to persuade key stakeholders to take action that addresses customers’ needs and advances sales.

• Guiding Sales Opportunities - Developing strategic sales solutions that consider available facts, constraints, competitive circumstances, and strategic priorities; clearly connecting solutions to business needs.

• Sales Negotiation - Effectively exploring alternatives and positions to reach mutually beneficial agreements that gain customers’ acceptance and commitment.

• Driving for Results - Setting high goals for personal and team accomplishment; using measurement methods to monitor progress; tenaciously working to meet or exceed goals.

• High-Impact Communication - Clearly and succinctly conveying information and ideas to clients, agencies, executives, and the team in a focused and compelling way that drives action.

• Emotional Intelligence Essentials - Establishing and sustaining trusting relationships by accurately perceiving and interpreting own and others’ emotions and behavior; managing own responses so behavior matches values and delivers intended results.

Qualifications:

• 8+ years of sales experience in digital and programmatic advertising, travel, and/or hospitality (10+ years for Senior Sales Director)

• 2+ years of experience directly managing and developing a sales team

• Strong, established relationships across the travel industry and with media agencies (holding company and independent) strongly preferred

• Proven track record of exceeding both individual and team revenue targets

• Comfortable in a player-coach role, balancing an individual book of business with team leadership

• Experience selling data-driven and programmatic solutions to brand advertisers and agencies

• Strong negotiation skills, with experience closing large, multi-product deals

• Excellent written and verbal communication skills and executive presence

• Effectively influence and communicate cross-functionally

• Highly goal-driven and thrives in a fast-paced environment

• Proficiency in standard business and sales software, including but not limited to Salesforce, Google Workspace, and Office products

• Bachelor’s degree from an accredited college or university

• Travel Required - 20%

Equal Opportunity Employer

We are proud to be an equal opportunity employer and are committed to providing a diverse and inclusive workplace. We welcome and encourage applications from all qualified individuals, regardless of race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.